Effectiveness of your holiday fundraising appeals

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Good morning, all!

It’s been a few weeks since I’ve posted, and for that delay, I give you my apologies.

I’m working on developing a few different things here, but I wanted to take a moment to provide a blog for you all as we enter into December, where you will undoubtedly be putting together end of year appeals to your house files to close out 2010 in  a strong fashion.

A recent study written by Convio called the “2010 HOLIDAY GIVING Report” — included one chart that particularly piqued my interest. It was a survey sent to a wide array of existing and potential donors to nonprofit organizations across all sub verticals, and here is how they surveyed audience responded:

Effectiveness of Holiday Appeals

This tells us that the top two most effective appeal types are: (1) Appeals that focus on people, animals, or places in need of the donor’s financial help, or (2) Appeals that explain the need for funds now.

This goes back to the old argument of “emotion vs. logic” (which I just so happened to write about in a blog post earlier in the year — check it by clicking here).

This tells us that both with high-dollar and holiday giver audiences, that focusing on the emotional side of the coin (i.e. here’s what your funds will do to help these people/animals in need) AND creating a sense of urgency (by describing WHY the funds are needed at this time) help to drive the effectiveness of your end of year fund raising campaigns.

I also found it interesting that 40% of high-dollar donors said that they would be willing to provide a gift in the event that your appeal reminded them that they will receive a tax deduction for their end of year gift.

Perhaps segmenting your donor file into “high-dollar donors” and “average-donors” and writing two separate messages to include this sort of message in the appeal to your high-dollar donor segment might be effective. Feel free to test it & roll out the better performing message to the remainder of the email files.

Good luck this holiday season in closing out 2010 strongly!

All the best,

— GC

Understanding Eye Flow and Avoiding The Corner of Death

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I just recently started following the Neuromarketing blog and wanted to share a really interesting article they just posted in today’s issue.

It’s called “Avoid the Corner of Death!,” and it is greatness. Below, I’ve copy/pasted their article, including the most interesting part: The eye flow chart.

Understanding this is critical, especially for landing page optimization purposes, and tells me that if you’re placing your most important information (a video, an ask, etc.) on the upper-right hand corner of a two-column landing page layout, that you’re putting your most important information at the last place in which this eyeflow chart ends.

More over, anything in the bottom-right corner is squarely in the “Corner of Death,” and will be overlooked by your audience. Avoid this at all costs.

Here’s the rest of the article:

What’s the worst place to put your logo, and where do advertisers most often put their logo in print ads, TV spots, and direct mail pieces? The answer is the same: the lower right corner, an area dubbed the “Corner of Death” by facial coding expert Dan Hill.

Hill’s comments stem from an interesting eyetracking study by Steve Outing and Laura Rule, reported in The Best of Eyetrack III. This illustration shows a composite average of how people scan a typical web page:

 

Corner of Death

Understanding eye flow & how visitors view your web page, website, email, or print piece and where you should (and more importantly should NOT) place your most important information.

Outing and Rule caution against taking this exact path too seriously, as variations in layout will cause differences in how people scan the page. The skull graphic wasn’t part of Outing and Rule’s report, but rather inspired by a similar image in Hill’s new book, About Face.

In an recent article, Hill says:

If we take print ads as an example, you’ve got 1.7 seconds of average viewing time, per reader. And the lower right-hand corner is typically the second to last place people look on a page. (What’s even worse in terms of timing, along the upper right edge, i.e., the alley of death.) What you don’t see, you don’t get. [From Mediapost – The 6 Secrets of Eye-tracking by Dan Hill.]

Despite these findings, the lower right corner is by far the most common single location for the primary logo/brand identity use in all types of advertising, according to Hill.

So based on eye-tracking research, where should the logo or brand identity be placed so that consumers actually see it? Hill says that the best place is the lower middle part of the page or layout, At that point, the viewer will have engaged emotionally with the leading part of the ad, and will then have the opportunity to associate the brand with solving a problem or satisfying consumers’ wants.

I hope you enjoyed.

— GC

Further evidence that the preselected level on your conversion form increases your average sale

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Preselected Value Chart

Further evidence that the preselected value increases your average sale.

In an article that I wrote on this  blog back in July titled, “Preselected values — your donation form’s best friend,” I covered a test conducted by our friends at the Salem Web Network regarding how their average gift values were increased by sending visitors in a split test to a form with (A) no preselected values, and (B) a preselected value of $50.

In an effort to further implement this line of thinking into our processes for fund raising, we conducted a test with one of our clients in an attempt to increase our average gift (or average sale) amount.

As seen in the chart above, we had seven different donation levels, each level being given a specific dollar amount tied to each level. Our goal was to set the preselected value at “Supporting Member,” which was a $50 giving level.

We started our testing on 7/28 and ran it through 9/30.

Over the test period, we have seen an increase of “Supporting Member” or the $50 giving level amount increase by 24.2%.

One of the things that we wanted to do was ensure that there were no negative impact on other key measurement categories such as conversion rate, or a decline in upper tiered giving levels. It’s important to pay attention to these figures, as if we increase the number of $50 gifts in exchange for a large decrease in $75, or $100 gifts — we negatively impact the revenue we are generating.

Also, if we decrease the conversion rate, we’re losing donors as a result of our changes — which will have a negative impact on our lifetime donor values and subsequent year revenue figures.

I am proud to report that (at least through this test period) that we did not see a significant decrease in either of the two figures mentioned above.

In fact, you can see an increase in the next level up (“Level 3”) throughout this testing period and a decline in the amount of “Level 1” (the donor level below) throughout.

This tells us that those arriving at the site with the intent to give a gift/donate, are willing to give a gift at our preselected value level, or the next level up, as opposed to the “least expensive” option available on the form.

We’ll continue to run tests, and will be providing sporadic updates on the subject matter as time goes on.

Enjoy.

— GC

Should I send my email newsletter before my print newsletter?

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Newsletter

Should you send your email newsletter before your print version, or afterRecently, a colleague on our traditional side of the agency asked my thoughts on when they should time the delivery of one of our client's email newsletter against the delivery time frame for the print version.

 

In this case, the content is almost exactly the same. The lone difference is that the email version is an abbreviated version of the printed version.

So, she asked, “What are your thoughts on when we should send it?”, then offered, “We’re thinking we wait about 10 days to time the email newsletter to land nearly at the same time.”

When considering the content, I recommended that she actually send the email version of the newsletter as soon as it is ready, regardless of when the printed version is expected to be sent.

Why? It’s simple: build value for the email version of the newsletter.

There are a few value propositions for organizations to transition to sending email newsletters, as opposed to print, namely that they save on print production and shipping fees, but the most important thing we can do is position the email newsletter as a “first glance” at news — thereby creating a higher incentive for those registering to receive our newsletters in print to consider also registering their email addresses.

This gives us, as marketers, an opportunity to include them in other email delivery types (of course after receiving permission from those registered readers to do so).

It also delivers an opportunity for those reading our newsletters with a chance to get their news more quickly, more easily, and with a message to be “looking out” for our printed version to be delivered soon.

Of course, you need to segment your email file into a couple of groups (where one segment is on both email and print recipient lists, while the other is on an email-only recipient list). A simple change to your introduction copy to ensure the highest level of relevance will be necessary, as well.

That’s it for this week — quick and easy. I hope you enjoyed.

All the best,

— GC

How can I measure the level of engagement a web visitor has with my website content?

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Recently, our team developed a proprietary formula to properly measure the level of engagement a web visitor has with any particular piece of web content.

By leveraging data found within Google Analytics, we build the following formulaic equation and named it the Aggregate Engagement Index™.

Here is the formula:

((AP x AT) x (1-AB)) + (0.1 x AP)

  • AP = Average Page Views
  • AT = Average Time on Site (measured in seconds)
  • AB = Average Bounce Rate

The Aggregate Engagement Index™ enables us to compare the relative engagement levels of each traffic source to
BioLogos.org. The most engaged audience is the one that receives the highest rank value.

Notice that the formula doesn’t place emphasis upon the amount of traffic arriving at the particular page. We specifically made this decision to give all pages an “equal opportunity” against pages like the home page of a website, etc.

For a few examples of how this works, let’s take a look at some sample data below:

Referral Source Visitors Avg. Pages Avg. Time Avg. Bounce Engagement Rank
Blogs 68,849 3.14 264.32 49.72% 4.48
Facebook 16,579 1.93 146.52 70.67% 1.02
Other Social 4,159 2.99 266.29 54.79% 3.90
Twitter 6,158 1.65 98.71 74.02% 0.59
YouTube 584 4.21 355.48 38.18% 9.66


In this example, I am attempting to measure the engagement rank associated with visitors from a particular type of referral source (in this case, social networks).

As shown in the chart, visitors arriving at my website from Blogs represent the largest amount of visitors, but visitors arriving at my website from YouTube are 115.67% more engaged in my content.

Pretty cool, huh? This can tell me a number different things (I need to focus more attention on attracting visitors from YouTube, Facebook visitors are “overrated”, Twitter visitors are the least engaged, I need to focus on blog syndication, etc).

I hope you enjoyed.

— GC

How can I increase my Google AdWords Quality Score?

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Google AdWords Quality ScoreFor those of you using Google AdWords, you’re likely wondering how you can optimize your campaigns and increase your overall results. One area that you should be focused on is your campaign keyword selections — and most specifically, your Google provided “quality score”.

The quality score is the basis for measuring the quality and relevance of your ads and determining your minimum cost-per-click (CPC) bid for Google and the search network. This score is determined by your keyword’s click through rate (CTR) on Google, and the calculated relevance of your ad text, keyword, and landing page(s).

There are several ways that you can improve your quality score, but here are ten good ways to do so:

Factors your can manage within AdWords:

1.) Split your keywords into smaller more targeted ad groups

By grouping your keywords into smaller more targeted ad groups, you can manage each subset of the overall campaign individually, and build small victories into overall campaign increases with a compounding effect. Consider using the built-in keyword grouper tool in Adwords editor to group keywords into 15 groups of 20 related keywords.

2.) Create relevant ad copy for each group

Once you’ve broken up your keywords into smaller more targeted groups, you must then focus on the ads for each group. If you have one ad group focusing on selling “Red Widgets” — then write copy specific to that product, or offer.

3.) Optimize Creatives

Create multiple versions of ads for each group that you’ve created. By doing this, you can test different ad variants and determine the best performing ads for each group to emphasize over time. Measuring the ad clickthrough rate (CTR) as the measurement for which ad creative is performing best.

You should consider turning “ad serving optimization” to the “OFF” setting so that you can accurately split test all 4 ads yourself.

4.) Experiment With Matching Options

If you are using broad matches for your keyword sets within the campaign, you may want to consider using “exact match” and “phrase match” keywords to each ad group. By doing this, you can measure which keywords generate the best quality score and lowest cost-per-click (CPC). According to studies that I’ve read, the exact match keyword groupings will achieve higher quality scores in most cases.

On-page factors you can manage:

5.) Link Building And SEO

As with any Google-related ranking, the number of inbound links and the quality in which your webpage or website is built will have implications upon your quality score. Essentially, if you don’t focus on organic ranking factors, the odds are that you will not achieve as high a quality score as you otherwise could.

Considering launching deep link building campaigns (paid links through third-party (relevant) websites, directory listings, and the like). Additionally, ensure that you have all of the factors in place that generate good organic rankings (title tags, alt tags on images and links, a well constructed and properly internally linked website, and so on). Ensure that your navigation structure works properly and include a site map to help accelerate the indexing of your website.

6.) Implement Keywords

For each page we implement most of the keywords into the copy used in your AdWords campaigns into the on-page copy.

7.) Split Test Landing Page

By doing multivariate or A/B split testing on landing pages used within your Google AdWords campaigns, you have a chance to measure which page is performing better. Ultimately, I always say that “a marketer’s intuition is trumped by cold, hard data” — there’s no way to arrive at that data unless you setup a control and a test version of your experiment.

8.) Meta Tags

Take your best performing keywords within your AdWords campaign and place them into meta tags within your landing page’s back-end file. Use the exact ad text from the best performing creative in the meta description. Also use the best performing and most descriptive keywords as the title of the page.

9.) Essential Site Pages

Ensure that your landing page (at least in the footer of the page) includes basic web page content, such as an “About us”, “Contact us”, or “Privacy policy” pages. This just helps build additional brand-specific keywords into your overall quality score ranking.

10.) Make Sure Google Thinks You’re Relevant

Use the Site-related keyword tool to make sure that Google thinks that your landing page is related to the keywords that you are targeting. Just simply type in your landing page address and double check that your selected keywords are included in the results found. If not, consider adding the results of your search into your campaign sets where appropriate.

I hope this helps all of you guys out there and you enjoyed the read.

— GC

Does sending more emails negatively affect my campaign results?

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We recently concluded the analysis of a campaign that focused upon generating funds on a single day. Of course, days leading up to “day zero” (or the campaign launch date), we leveraged our house email files to send “save the date” type email campaigns, and lead-ins that promoted the one-day fund raising event.

Throughout the campaign, there was a perception that by sending more email messages throughout the campaign to our house file, that we would negatively affect our campaign results.

We heard several arguments attempting to dissuade us from sending multiple messages, but we worked with the client to assure them that our tests indicated that we would be okay.

Revenue per hour

The campaign revenue per hour chart shows, with the red lines, each email message that we had sent throughout the campaign timeline, and revenue collected per hour of the campaign with the blue line.

The chart above is the “Revenue per hour” chart that outlines the revenue that we collected each hour that the campaign was live (represented by the blue line) and the email messages that we sent throughout the campaign timeline (indicated in the vertical red lines).

As you can see, each email that we sent immediately sparked a burst of revenue collected for several hours thereafter.

This is exceptionally interesting to me, considering my personal feeling was that we could possibly cause unwanted attrition to the email file size that we had worked so hard to build, while also “turning off” the audience in the email recipient list. It turns out I, and our clients, were wrong.

This is just another interesting example of the fact that a marketer’s intuition is always trumped by cold, hard data.

So, if you’re promoting a one-time event (a webinar, fund raising campaign, etc.) — definitely leverage more emails than less, as your audience will not be turned off by your consistent messaging.

All the best,

— GC

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